I also faced the reality that my business wasn’t scalable. If I was the only one providing services, it put a ceiling on my earning potential. I had some help from a virtual assistant, but I was still at the heart of the business doing the majority of the work.

Then I had an inspiration. I had self-published my first book and that led to several subsequent traditional publishing contracts. I had a love for all-things-publishing and a marketing background and realized there was an opportunity to develop a custom publishing service specializing in non-fiction books.

In 2008, Authority Publishing was born. I let go of my freelance writing work, hired some help to handle some of my legacy marketing clients, and most importantly, hired the right people to produce books. I am not an editor or a book designer or a project manager. Starting a publishing company forced me to build a team of talented people to do the work, leaving me time to focus on my strengths: sales and marketing. This move also left me more time for writing my own books and continuing to speak at business events.

I see a lot of freelancers get caught in this trap. When you’re the only one producing the work, you not only risk burn-out, you put a cap on your earnings potential. If you want to expand your services, you need to hire people who do what you do—or expand and offer other services that are delivered by a team of talented professionals.

When I look back now on how overwhelmed I was trying to keep up with everything, I am incredibly grateful for the decision to start the publishing company. Today I have a fantastic work-life balance and more creative freedom than I ever imagined possible.

You can too! But it won’t happen until you make the bold move to hire some help and expand your services. I bet you’ll be glad you did!

I also had other goals. I wanted to write books and get the message out there that there could be life after corporate America. And so I decided to structure the business in a way that didn’t require me to physically be there. Here are the steps I took:

1. I hired staff and trained the heck out of them. Customer service was numero uno!

2. I created a comprehensive operations manual and documented everything from how to issue a refund to what to do during a power outage.

3. I trained the staff to check the manual BEFORE calling me.

4. The business still needed to be built so I spent time on marketing efforts, but I managed most of them from my home office.

5.  I spent less and less time at the store until eventually I showed up just once each week to deal with cash and paychecks.

These efforts worked so well that I was able to launch this website (BusinessInfoGuide.com) and write several business books, all while my business ran without me. And the business grew as a result. I was able to sell the store several years later and move on to a business that better suited what I wanted to do with my life.

After selling the store, I found myself running a freelance marketing business, and it wasn’t long before I burned out on that. Read part two of this series where I’ll fill you in on how I built my current business, which essentially runs without me and leaves me lots of time for creative endeavors!

Here are items to include in your next business proposal:

1. Letter to Your Client

Write a brief cover letter to your client letting them know that you appreciate the opportunity to work with them. You may want to mention any previous work history that you have together.

2. Project Summary

Here you should explain the client’s needs as you understand them. Reiterate what problem(s) they need to solve. This should include one or more paragraphs as needed to capture relevant details.

3. Proposed Solution

Explain how your services address the needs identified in the project summary. If you are proposing a variety of options, list them and include supporting detail. Provide as much information as possible to help your client make a decision to purchase your services.

4. Pricing

Proposals usually include prices so explain options clearly. If there are several pricing options, list them along with any supporting detail needed. Also include payment terms and provisions for things like travel. For example, “Travel expenses not to exceed $2500 per trip.”

5. Company Overview

If the client is new to your business, provide an overview of your company. That can include relevant company history, business experience, past clients, or other details that will build confidence and lead to a purchase decision.

6. Testimonials

Past client testimonials demonstrate your experience and can influence the decision to purchase.

7. Contact Information

Make it easy to reach you by providing all relevant details: phone, email, fax, and a mailing address. If there are multiple staff members from your team involved, include contact information for each.

8. Overall Appearance

Add your logo or letterhead to the header of the proposal, and in the footer mark it as “Confidential” and insert page numbers. There are no hard rules about how long a proposal should be, though it should include as much detail as possible to make your business stand out against competitors and convince the client that your solution is the right one. If needed, add supporting documentation, charts, graphs, industry statistics, and other data.

Remember that proposals are often reviewed by numerous people before they are approved—and some of those may be people you won’t have the opportunity to meet. With that in mind, your proposal should be focused, persuasive, and stand on its own.

The fact is that you cannot build a large business on your own. As long as you are the sole operator, answering the phones, handling the sales, delivering packages, responding to customers, dealing with marketing, etc., your business will be stuck where it is today. It takes additional help to move your business to the next level. As you hire help, whether an employee, contractor, or intern, you free up your valuable time to focus on what you do best—and ultimately generate more revenues.

With this in mind, create an organization chart for the future of your business. What roles need to be filled to expand your company? At this stage you don’t need to worry about HOW you’re going to fill your chart, you simply need to get your plans on paper—and then post it in your office where you can see it every day. This effort will allow you to think bigger, focus on your goals, and make decisions that get you closer to building your ultimate business.

By the way, you can download free org chart templates from Microsoft here!

The main system used for government offices to submit a Request for Proposal (RFP) is BidSync, a simple site that lists contract opportunities. It’s free to register your business and the application process takes just minutes. Once approved, you can view details for projects and bid to win the business.

Additional opportunities are available in each state, including certification programs for veterans, women and minority-owned businesses. The Small Business Administration provides a comprehensive list of state resources here.

Kill Them with Kindness
Perhaps the easiest way to lose customers or clients quickly is to treat them disrespectfully or with a bad attitude. Sometimes, the reason customers leave has nothing at all to do with the products or services offered. From the receptionist to the CEO, clients expect to be treated with kindness. That may sound simplistic, but too many companies overlook the importance of just being nice to their customers. For example, receptionists should have strict orders regarding how to deal with customers on the telephone. And, aside from those orders, a company shouldn’t take hiring of receptionists lightly. After all, receptionists or other administrative staff members may be the first point of contact for a business. If a client is not initially greeted with friendliness, professionalism and kindness, it immediately sets a bad tone for the future of their relationship with your firm. And if a customer feels like they’ve been treated rudely over time, chances are they’ll lose patience with the mistreatment.

Show Them You Have Integrity

• Strive for Honesty and Reliability. It goes without saying that customers expect honesty, but chances are they’ll be sensitive to any instances where they feel like they’ve been misled. If you make promises to lure in a client and the reality for the client isn’t as great as you described, you risk them questioning whether they can trust you.
• Honor Your Fee Quotes. There’s no better way to annoy a customer than to promise a certain fee and then charge more. Make sure your initial quotes address all potential costs so everyone is on the same page.
• Acknowledge Your Mistakes. No one likes to eat crow, but admitting your faults, apologizing, and making it right with your client when things go wrong will go a long way in convincing them that you have integrity and that they can rely on you. On the other hand, if you refuse to accept responsibility for your actions, customers will view you with suspicion.

Customers will walk away in droves if they get the impression that you don’t do business with integrity or you can’t be trusted. To this end, consider the following:

Customers like to feel special, and they hate feeling like they’re just a number. A neglected client will eventually become a former client, so making a concerted effort to be attentive to your customers and their needs is a must. A failure to pay adequate attention to a customer can happen in a variety of ways, such as:

While we should all strive to be attentive to our clients, we must be mindful that there’s often a fine line between attending to their needs and annoying them. We’ve all had the experience of being stalked by a retail clerk who doesn’t seem to understand that customers sometimes like to browse on their own. Take cues from your clients’ body language and behavior. If it appears that they feel smothered by your attention, take a step back so you don’t drive them away.

Just as failure to direct adequate attention to customers will make them feel like a number, so will insisting that they following your company’s rigid policies and procedures. Again, clients like to feel special and that you value their business, but if you can’t make exceptions to routine policies in order to address extraordinary circumstances, you’ll give them the impression that you’re not that important. For example, if standard company policy requires customers to submit complaints via a website, you’ll drive customers away if they aren’t permitted to voice their concerns on the phone or via email. In addition, strict cancellation policies on service contracts are a sure way to generate customer frustration.

Author Bio:

Sunny Brady works for storage.com, where she helps businesses and homeowners seeking self storage find it online, including listings for Boston self storage. In her spare time she likes to get outside, ideally with a bike.

Usage of improperly configured Wi-Fi networks can lead to sensitive data being compromised.

Personal Data Loss is the most prominent risk associated with unprotected (improperly configured) Wi-Fi networks. If you use an unprotected Wi-Fi network the following may happen:

* Your email and “chat” messages may be intercepted
* Your usernames and passwords for financial and other websites may be intercepted
* Your website transactions may also be intercepted, ie, financial / medical and others

Financial Loss often follows the loss of personal data. The theft of credit card, banking, and investment accounts is the primary goal of almost all cyber criminals.

Implementing the following steps will help minimize risks to your Wi-Fi network:

* Turn off the “broadcast” of your Wi-Fi logon username (SSID). This will make your system more difficult to spot from a roving hacker’s laptop.
* Change your Wi-Fi logon username (SSID)  to an obscure mixture of at least 10 letters and numbers that will not convey personal or business information
* Set your Wi-Fi Security Option to “WPA-2”. Set the Encryption to “AES” (Advanced Encryption Standard). AES encryption meets requirements for sensitive data. NEVER use “WEP” encryption-it’s too weak.
* Change your Wi-Fi logon password to an obscure mixture of at least 10 letters and numbers.
* Change your Wi-Fi Router “Administration” password to an obscure mixture of at least 10 letters and numbers.  A suprisingly large number of Users leave their Router Administration password at its initial, factory-set value (often “password”), enabling hackers to seize control of their Wi-Fi networks and steal sensitive data.
* Configure your Wi-Fi Router to permit Wi-Fi Internet access only to specific computers
* Keep your Wi-Fi Router’s security software updated.
* Disable “Automatic Wireless Connection”. You do not want your laptop PC to automatically connect to any Wi-Fi network in the facility – you could connect to a hacker’s system.
* Disable “Internet Connection Sharing” .You do not want your laptop acting as a Wireless Application Point (WAP)  - you could connect to a hacker’s system.
* Keep your laptop firewall and anti-virus software constantly updated.

The majority of Internet security breaches can be prevented by proper configuration.

A detailed description of procedures for updating your home/business computer security can be found in my new book, “Is Your Computer Bugged?”

Glenn Jacobs, BSEE, Cybersecurity Engineer
“Cyber Cop”
netwizard@bookartcorner.com
www.bookartcorner.com

Author Bio:
A native of New Jersey, Glenn G. Jacobs holds a B.S. in Electronic Engineering from New Jersey Institute of Technology.  His career has involved work as a biomedical electronic engineer, computer programmer, cyber security engineer, and marketing director, professions that involved diverse travel and living experiences throughout the United States and the Orient.

Jacobs was publisher of The California Eccentric a monthly newsletter of political commentary that ran for five years.   His first published short story appeared in Agony In Black, and in 2003 and his co-authored novel The Samson Process, was published.  Jacobs’ recent book, Is Your Computer Bugged? Protecting Your Computer from Cyber Attack, provides the basic techniques for making personal  and small business computers resistant to hacking.

Jacobs  currently provides computer network security configuration services for home and small business users. A key focus area is protecting Wireless Internet (“Wi-Fi”) networks from attack and data theft.A Grunion Volunteer for Pepperdine University’s Grunion Project, Jacobs has also benm an officer in the San Dieguito-Oceanside Masonic Lodge, a  member of the Knights of Columbus, and serves on the Technology committee of the Carlsbad Chamber of Commerce.

Jacobs enjoys the beach, walks on local trails, New Age Music, reading, and taking nature photos.

But, don’t fear. We’re here to help. We’ll answer the hundreds of questions floating through your head, like What counts as a business expense? Which forms do I need to fill out?  How do I know what to budget for taxes?  Knowing the answers to all of these can help you maximize your return and minimize your chance for an audit.

Below, you’ll find:
Tax Basics: 5 Things You Should Know
The Top 7 Ways to Get Organized For Tax Time
13 Essential Deductions That Will Save You Money

Let’s start off with the basics…

Tax Basics: 5 Things You Should Know

One of the main differences is that you’ll become a 1099 – when working full-time, you were considered a W-2 employee. By the beginning of February, you should have received a 1099 from all clients. Here are a few things to keep in mind:

1. Clients are only required to send you a 1099 if you made more than $600 in the calendar year. However, even if you don’t get a 1099, you’re required to report the amount on your taxes.
2. All business expenses should be reported on Schedule C.
3. As a freelancer, you’re required to pay a self-employment tax that consists of Medicare and Social Security taxes.
4. For 2010, the self-employmenttax rate is 15.3% (12.4% for Social Security and 2.9% for Medicare). This can be figured using Schedule SE.
5. Half of your self-employment tax can be deducted when figuring your adjusted gross income.

Keep track of all business-related expenses. Save your meal receipts, airline itineraries, records of your office expenses, and more. In case the IRS questions you, you’ll want the receipts and proof to back up your expenses.

The Top 7 Ways to Get Organized For Tax Time

As overwhelming as it is, there are several things you can do to make the days surrounding April 15 much less stressful. Even if you’re not as organized as you’d like this time around, these tips will come in handy for next year.

1. File early – If you’ve saved up the money or paid quarterly taxes, file early to get it out of the way. You’ll avoid much stress in the long run.

2. Plan quarterly taxes – Along the same line, plan to pay quarterly taxes on June 15, September 15, January 15 and April 15. Ask your tax consultant how to best budget for these – the recommended amount is 30 – 35% of your income.

3. Adjust as needed – If you start making more or less than last year, be sure to adjust your quarterly payments accordingly.

4. Separate your personal and business income – All income earned from freelance should be in a separate account from your personal funds.

5. Use financial software – To stay organized, start using a program like Quicken, Shoeboxed, or Outright to track your income and expenses. This will make it much easier come tax time.

6. Create a business file – Create a file designated solely toward business expenses. Here, you can keep all receipts related to meals and entertainment, office supplies, advertising costs, etc.

7. Track your income and expenses to the penny – If you’re not already, track these closely so you’ll be organized come April.

13 Essential Deductions That Will Save You Money

The good news is, there are many deductions you can make as a self-employed individual. Throughout the year, take care to keep a record (and receipts) for your business-related purchases. Deductions include things like:

1. Advertising and Promotion – Print flyers, Internet, and other forms of advertising used to promote your business.

2. Dues and Subscriptions – This includes any dues to professional organizations related to your line of work, as well as magazine or newspaper subscriptions in your industry.

3. Licenses and Permits – Some cities require a business license, which would be deductible under this category.

4. Utility, Internet, and Cable – A portion of these can be deducted if you have a home office.

5. Meals and entertainment – 50% of meals can be deducted when client-related (i.e. lunch or business meeting with client)

6. Professional fees – Business coaching, tax preparation and related services can also be deducted.

7. Insurance – Property, renters, business and life insurance can be deducted, but not health insurance.

8. Interest – Interest paid on a credit card and various loans.

9. Mileage deductions – This will cover car maintenance, gas, insurance, and general depreciation. The normal deduction is $0.50/mile.

10. Computer Equipment – Computers, PDAs, and cell phones can be partially deducted.

11. Health Insurance Premiums – The Small Business Jobs Act of 2010 allows individuals to deduct health insurance premiums paid during 2010, unless you’re covered under a spouse’s plan.

12. Books – Many freelance writers will spend money on books – these can be deducted as long as it’s applicable to your profession. For example, travel guidebooks and magazines would be acceptable for a travel writer.

13. Travel – This includes expenses incurred going to-and-from client meetings, whether an airline ticket, taxi fare, or other method of transportation.

Author Bio:
Pamela King promotes income tax return literacy and tax payer empowerment through research and education. She actually enjoys – yes enjoys – filing for her tax returns. Perhaps this is why her friends and family become more friendly as April 15th approaches.

Some business owners feel it is easier to process orders by obtaining limited information on their customers.  Most new business owners are so excited to make a sale that they don’t want to offend the customer by asking them to fill out a credit application. That is the first mistake.  The second mistake is not asking for the money when it is due.  They were so happy to make the sale, and now don’t want to make the customer mad by asking for the money, even when it is past due.

Show potential customers that you are proud of what you do and that you are serious about your business by having them fill out a credit application. The customer that is offended by this or doesn’t want to fill out the application is probably not credit worthy and you don’t want them as a customer.

Most business owners don’t realize that a credit policy is a method to control your bottom line, sales and income.  Using a credit policy to increase your sales and profits is a smart maneuver that most businesses ignore.  When a potential customer fills out a credit application you can get near-perfect information about that customer and how they pay their bills.  A credit application also provides information you can check to decide if the customers can afford more credit.

Author Bio:
Michelle Dunn is an award winning author and columnist frequently featured in the Wall Street Journal, CNN and Forbes. Look for her newest book being released in May by Wiley Publishing titled, “The Guide to Getting Paid, weed out bad paying customers, collect on past due balances and avoid bad debt”, available now on Amazon.
http://www.amazon.com/Guide-Getting-Paid-Customers-Balances/dp/1118011619/re
f=sr_1_1?ie=UTF8&qid=1301250822&sr=8-1

Visit Michelle online at MichelleDunn.com & Credit-and-Collections.com

For example, if you have a goal of earning $100,000 this year, this chart shows that you need to earn $8,333 per month. If you’re a service provider who charges by the hour and you bill an average of four hours per day, you need to earn $96 per hour to earn $100k. Or, if you’re able to bill a full 8-hours per day, you need to earn $48 per hour to meet your goal.

Keep in mind that the reality for most independent service providers is that you usually can’t sell more than four billable hours per day because you still need time for marketing, business operations, etc. However, if you want to increase the number of billable hours that you sell, you can accomplish that by expanding your business and hiring additional help. Of course having multiple income streams and product sales can also help.

Regardless of where you are in your business, this handy chart can help you understand how much it takes to reach your income goals. Use it to raise the bar for your business! And once you figure out how much you need to make each month to reach your new goal, spend some time forming a plan to make it happen. A little focus can go a long way!

Download the Earnings Calculator Here